Thursday, February 28, 2013

Interesting
things happen when least expected and often these will open new doors for your
DME/HME Company. I once received a request wanting to know if I had three and
four-inch elastic bandages in stock.

The
phone call came from the local prison, which was less than a mile away from my
location. I took the order. It was not a very large one but I delivered it
personally. I did that because I wanted to meet the person who placed the
order. This proved to be a most interesting experience. I asked to meet the
P.A. so I could hand deliver the package. A call was made and this was
approved. I had to go through a rather interesting body check and then an
armed guard took me to the purchasing office. It seems that he, too, wanted to
meet me.

The
purchasing agent gave me the P.O. and we had an intriguing conversation. They
could purchase up to a specific dollar amount of items they needed STAT. He
also explained how the prisons sent out bids. After a little research on their
part, my company was approved to receive bids. Since nearly all the items
requested were standard equipment we inventoried and the competition was big
national med-surg companies, my company was awarded many bids. The competition
sold only by the case and I offered the specific quantity needed.

I
then made appointments to meet the P.A.s at all the other prisons once a month.
The major companies did not do that; all their communication was by mail or
phone (before e-mail). These comparatively small orders added up to some very
nice profitable transactions. So I
went to jail and opened a new door for sales.

Tuesday, February 26, 2013

Simply
said: to "persevere" means
not to give up, surrender, or forget to keep track of your goal. When you
persevere you will always be a winner.

DME/HME
providers and dealers have to get on board to see that the competitive bid
legislation is eliminated. Last year an opportunity presented itself, but we
fell short. Dr. Tom Price, congressman from Georgia, introduced HR6490 (MPP) to
replace the competitive bid legislation. In a rather short period, our industry
contacted their congressmen and 94 agreed to support HR6490. Another few days
and we would have succeeded, but it was during the Christmas Holiday and we
fell behind.

Dr.
Price is persevering and re-launching the bill. If we listen to our leaders and
get on board, we can get this new bill out of committee and onto the floor and
passed. With 100% of the DME/HME
providers and dealers, in conjunction with the state DME and national
associations, buying groups and associated organizations, we can become the
most formidable team ever to work together. This legislation will save our
industry and must be passed.

But,
when I say 100%, it is critical. In the many years I have been involved, I
always recognized and acknowledged the great percentage that work together! However
since each and every one of us has their future at stake, I would like to see
100% achieved. Then we will succeed.

The
associations need your membership to be able to continue their efforts on your
behalf. You need them to lead the way. Renew your membership NOW. If you, for
any reason, do not belong to your state and national association, get on board.
They can help you stay in business. PERSEVERE, and fight for your company, your livelihood, your employees, your customers and for AMERICA!If you still haven't registered for Medtrade Spring, here are a few promo codes you can use:Conference Discount ($20 off) : MS13SMCFree Expo Pass: MS13SMC

Saturday, February 23, 2013

No matter what you plan to do always keep in mind
there never is a tomorrow. I am considered an elderly person (in my 86th year) and whenever
something must be done, I do it STAT! For some inexplicable reason, I have
never been able to accomplish anything tomorrow - I do it today!

Therefore, do not to allow opportunities to drift
away. Make every effort to do things today because there no tomorrow.

What has not happened? All of our efforts did not
get the MPP bill HR6490 introduced by Representative Tom Price MD out of
committee. Our industry did as much as we could, but our efforts fell short.
Therefore instead of “sackcloth and ashes”, we must begin anew. The 113thCongress has been sworn in and today, not tomorrow, we will reorganize and this
time reach our goal.

Begin right now to start contacting your
Representatives. Each of them has a local office not very far from your
company. Gather all the material deemed necessary from your DME and national
association. Make an appointment to go and see the local office manager. That
person is a key to getting the support of your representative. The
future of your company and your customers and family caregivers is at stake. It is
that imperative!

At the same time go directly to Washington, DC and,
speak to the HLA (health legislative assistant). Identify yourself and ask that
they please deliver your message. If you need the office phone number, I have
most of them and so do your state and national associations. Obtain that number when you ask for current
material. THERE IS NO TOMORROW,
and unless we get this accomplished we will struggle under the existing
legislation.

All of my readers are welcome to give me a call if you have questions or want to talk: 321-259-7127 or 321-255-3885.

Friday, February 22, 2013

CMS and Congress must work out a fair reimbursement system for DME/HME providers.
It is not pleasant for the recipients of Medicare or Medicaid to be unable to
obtain their medications and supplies from the DME/HME dealer who has always
served them.

Why
do CMS and Congress think that by reducing reimbursements (which are already
very low now) by 45% they will "save so much money"? In the long run, the damage that will be forced on the
public will make costs only go higher! DME/HME providers who have given so much
pro-bono service will disappear and then a fee for everything will be thrown at
the elderly and the needy. Why?

How
many providers and dealers will be obliged to close their doors? How much will it
cost just for the additional unemployed? How will they replace the reduced tax
collected? This will drive more people into poverty. That is what will happen!
It is a giant step into a disaster.

We
must all work together to make the MARKET PRICING PROGRAM (MPP) succeed. Simply
stated this will set fair market prices for both recipients and providers.
Equally important is that all the beneficiaries will be able to get their
supplies without being forced to find a source that would probably be very
inconvenient.

My
office has received copies from many of the state associations. They are doing
their best to alert their members. The national associations, buying groups and
associated industries have been working to get the word to Congress. You must
do the same! At Medrade there will
be a major effort to gather together all the troops. So please, get on the
bandwagon today.

Medtrade has teamed
up with leading and emerging manufacturers as well as industry experts
and has worked hard to give you a source to turn to for innovation,
education and inspiration, even a little motivation... If you haven't registered yet, there is a promo code that will get you 50% off a conference pass, which includes admission to the expo floor. The code is: MS13REG6PS, and you can use it to register before Feb. 26th.

I welcome phone calls from my readers, so please drop me a line if you'd like to talk or have questions. 321-259-7127 or 321-255-3885.

Thursday, February 21, 2013

There
is no doubt in my mind that this year's Medtrade Las Vegas will be bigger and better
than ever before. Why? Simply
because the tools for “SUCCESS” you seek will be found on the exhibition floor.

What
do I mean when I say “success?” Our friend, John Shirvinsky, in an article
included in theMedtrade Monday newslettersaid it so succinctly: He paraphrased Thomas
Edison, saying that success “is one percent inspiration and 99 percent perspiration.”Success! We all seek it and often not get the
benefits available because they are missed. Preparing and planning, bringing
your key employees, all perspiring with you, to see as many vendors as
possible. This is the key to a successful Medtrade.

On
the exhibition floor at Mandalay Bay I want to see all dealers and providers
giving that 99% perspiration. The vendors, more than 400 strong, will be
showing and demonstrating many new opportunities to achieve your goals.

The
ability to speak with and see that large a number of vendors and be able to
make decisions in such a short period is unbelievable. Come prepared!

I
have repeated this often, “attend as many seminars as possible”. The
professionals who give them will guide your company into new paths.

One
more comment: Find time to visit your state and national associations! They
speak for you! I anticipate seeing many of you in Las Vegas. Medtrade is yours!
Medtrade is mine! Medtrade is our show!For a Free Expo Pass for Medtrade Spring, use code SHELLY13. Register today.

Tuesday, February 19, 2013

Be
of good cheer! It is not Armageddon. The future of the DME/HME industry is
good! The future for the United States of America is the best. In the many
years I have been sharing my thoughts with all of you, I have never been more
comfortable about tomorrow as I am today!

I
anticipate that in 2013 several important things will happen. The recession
will gradually disappear. Slowly the U.S. will rebuild and a much more
comfortable era will happen. This is a very slow process, but it has already
begun.

You,
the DME/HME, are the leader in your community. Yours is a “small” business, not
a department store or a supermarket, but still a very important part of the
community, and you will be in the forefront to show the way.

My beautiful wife, Thelma, enjoying the products that help our community at Medtrade.

The
old adage is “you must spend money to make money”. The idea is to wisely spend it. Study your
showroom. Is it brightly lit? Does every item have a price tag? Are there signs
to guide your customers? Can you realign some of the displays? A good-looking
showroom is an attraction, particularly for senior citizens.

Do
all your employees wear a jacket with their name pins? Most customers
appreciate seeing their name and are relaxed when they ask a question. Does
your company belong to the Chamber of Commerce and also to a civic association?
Should you hire another salesperson?

Think
about the steps you can take now to make this New Year the best ever. At
Medtrade in Las Vegas this spring, you will hear, see, and find many new
opportunities.

See
you at Mandalay Bay! Register for Medtrade Spring today. Feel free to give me a call at 321-259-7127 or 321-255-3885 if you just want to share stories, or talk more about this year's Medtrade Spring.

Saturday, February 16, 2013

Every one
of us can “Make a Difference.”

Our
industry just received a low blow. It was not intended to be that! CMS is
blindly reaching out for ways and means to save money. But rather than accomplish
decent savings, what they are doing will be so detrimental little or no good
will come from it. The SPAs (single payment amounts) is a very poorly
thought-out effort.

Things
like this happen because we, as a profession of providers and dealers, do not work
together as we should and so have lost much ability to influence changes.

We
should be able to say that as an industry we will NOT accept any decline in reimbursements for eight chosen
product categories. Simply NO,
because our costs are more than the reimbursement. When we all say NO, where can they turn?

The
time has come for our industry to join together and work more closely. I have
received e-mails from both state and national associations. They have great
ideas and superb solutions, but only have limited dollars.

At
Medtrade Spring in Las Vegas I will speak with each association to see what can be done
to build an effective team! Let us make that move and no longer allow them to
use us as whipping boys.

We
all are aware that DME/HME services and supplies are the most important step
for good healthcare. We make sure that what the professionals order is provided
with full instructions. We follow up and give tremendous service, much of it
pro bono.

The
affect is that SPA will make a difference for our industry. At the same time, all of our patients, customers, and their family caregivers as a consequence will also be affected.
We need to make our voice heard. We need to make it heard loud and clear and we
will make a difference NOW!

UPDATE

This
week I received two unsolicited copies of The Constitution of the United
States. Tuesday evening, as I am sure most of you did, I listened to President
Obama’s annual “State of the Nation” report and then to the rebuttal by Senator
Marco Rubio. After I heard them speak, I read the Constitution again. I am very
proud of what and who we are! Don’t we have a fantastic government?

Look
back to the Founding Fathers of the United States, George Washington, etc.
The history books tell us how they disagreed, fought with one another but then
sat down together and found answers. That is why we are such a great country!

I
will admit that the politicians did not always solve all their problems
peacefully; i.e. V.P. Aaron Burr and Alexander Hamilton disagreed about
everything. Hamilton wrote a scathing report in the newspaper that led to a
pistol duel in Weehawken, NJ. Can something like that happen again?

I
am watching how the two leaders, President Obama and Senator Boehner, are
slowly recognizing they must, and I know they will, find a solution. But I
don’t want this to be a history lesson. I want to show how important it is that
our industry working together will find a stronger voice. Only as a team can we
change onerous legislation and maintain our business.

At
Medtrade in Las Vegas there will many discussions about what steps our industry
must take. Every attendee and DME/HME provider must participate. The state and national associations, the
buying groups and the affiliates all working together will accomplish the same.

My
dream is that at Medtrade in Las Vegas we will find the means to bring all of
us into a united front and allow DME/HME dealers to remain solvent. Let us turn my dream into reality. Register for Medtrade Spring today.

Friday, February 15, 2013

An
industry-wide Washington Fly-In is scheduled for Tuesday and Wednesday
(2/25-2/27) coupled with a “jam the switchboard” campaign.

This
is the kind of cooperative program that our industry has to continue to do over
and over. Every DME/HME dealer or provider must participate. When the
congressmen see and hear you in person at their office, they will listen. When you come armed with the necessary tools, they
will act. AAHomecare, NAIMES, VGM
and your state association will provide these tools. I know this happens
because I have gone on many of these Fly-Ins.

When I went, most of my appointments were arranged by the sponsors. I always
sent the Health Legislative Assistant in each office a request to please sit in when I met with the
congressman. They always did. The HLA is the key
person for you.

Survival
of our industry and your company are at risk. Please make every effort to
attend. If, for any reason you cannot go to DC, then start ASAP and get
everyone of your employees, associates, customers and their family caregivers
to join in this effort via the telephone. They have as much at stake as you do!

If
every one of us acts, we will be able to get the changes we seek; such as the
“competitive bid” or the efforts to greatly reduce reimbursements and get new
legislation passed. The voice of the people, “VOX POPULI”, is one of the most effective tools you have. Use it.

Go
to DC, get on the telephone, make these calls and send e-mails. “IT IS
IMPERATIVE THAT YOU PARTICIPATE."

Friday, February 8, 2013

In today's world of electronic mail, search engine optimizwhatits, and Google ads, sometimes we forget some of the simplest ways to earn customer loyalty. So, what's in a name? So
much good will, that’s what’s in a name and I want to share with you how we
used this back in my days in my DME store.

I
had two young salespeople working with me, both were named “Ronnie,” so
everyone addressed them as Ronnie girl or Ronnie boy. These two young people
became very popular with our clientele. The smiles and cheerful greetings they
had for each customer reflected so nicely showing that our company was a
community service, not just another dealer.

They
did everything possible to assist with every facet of the operation to build
sales and maintain good relations. The “Ronnie’s” became local celebrities.
Together they always found good ideas to help make new sales.

They
created the best program so simple that any dealer can utilize it. They told me
they wanted to send a birthday card to every customer. I said OK! It did not
take them very long to start recording names and dates. We had most addresses
and a few were found in the telephone directory. Hardly anyone refused to share
their birthday.

But
they went a step further. Rather than purchase birthday cards, my “Ronnie’s”
designed a birthday card that was our exclusive greeting.We bought them in bulk!
As the list grew, so did our sales. Every year we prepared a different greeting
card and our customers began to look forward to that.

One
of our vendors suggested we include a discount slip when we mail these. But the
“Ronnie’s” felt this would not reflect our company. They wanted good will and didn't need to pressure the follow up sale, that came naturally.

Do you have a story of customer loyalty building? Share it with me in the comments section below.

Monday, February 4, 2013

Jonathan
Temple, OxyMed(Birmingham, AL),
expressed his feelings about the Round 2 CMS competitive bid. I am sure that
Jonathan’s thoughts are the same for every DME/HME provider.After I carefully read what he wrote, I
realized even more than ever before how important it is for every dealer to
make his or her voice heard NOW.

He
compared the situation to a prize fight (not bad)! CMS is telling dealers they are getting too much money for what
they do and the industry is explaining how they perform to actually save CMS healthcare dollars. (And, let's not forget how much pro-bono work is done).

He
goes on to caution other providers to not make “suicide” bids. I couldn't agree more. I am
repeating his warning about bidding your services into a level that will be
fatal for your company.

There
is a great deal more to this problem, which must be considered. Let’s start
with CMS. They feel that the cost of the
services billed for is excessive, but that is completely incorrect. If CMS
could only eliminate 90% of the current fraud and abuse (F & A),
there will be sufficient cash available at the current reimbursement schedule.
Unfortunatley, we can never rid the system of all the F & A, but we can
really eradicate much of it.

The
one thing that I am very proud of is the very small number of DME/HME providers
who have been found guilty of any F & A! The basic problem CMS has is a lack of controls for the services they are billed. For example, what a hospital can bill by upgrading or for services not performed. The average patient does not know what CMS has been billed. I have spoken to many
of my peers and only found one who studied the monthly report they received and
found it difficult to understand. I am of that, but still questions should
always be asked.

What
can you do? This is something I have repeated over and over. Join your state
and national associations now. Your added dollars (their modest fees) will keep
you viable and in business. Don’t commit suicide! Get on the team and fight
back. Draw all of your customers into the fray. All of this will be discussed
at Medtrade in Las Vegas, so please be there. Do it NOW!

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Shelly Prial

I began my career in 1950 when I graduated from Brooklyn College of Pharmacy. I spent 16 years in retail pharmacy and owned and operated four different pharmacies during this period. It was in the early 1950s that I became interested in durable medical equipment and oxygen services. My pharmacy was one of the first to offer DME and oxygen supplies.
I worked for various companies in the industry and after a few years, I became a manufacturer’s rep. It was there, working with many dealers that the idea of developing a co-op for DME providers developed. My wife and I started the Homecare Providers Co-op (HPC) in 1986 and that proved to be the most exciting period of my career.
After I “retired” some years ago, I found it necessary to stay active. I am proud that I worked for Graham-Field Health Products as their Director of Government Relations.
As a consultant and Medtrade Ambassador, my goal now is to see if I can bring our industry together to work as a team and become formidable.
I am proud to say that I have been married to Thelma since 1950. We have two children and four grandchildren. And, a fun fact? I have attended every Medtrade show since it began in 1979!